There’s nobody more committed to the free enterprise system than Bob Burg. You can find him talking passionately about the subject in almost every setting he’s in. Why? Because he believes in the good that the free enterprise system makes in the world. On this episode you’re going to hear Bob define in detail what the free enterprise system is, how you can benefit from it, and why being a Go-Giver (the title of his newest book) is the only way you’ll build a long terms sales career in a free enterprise system. Bob’s passion is contagious and his wisdom is unmistakeable. Take the time to listen to this one.
What IS free enterprise?
There are all kinds of twisted notions about the system we call “free enterprise.” From greed and pushy sales techniques to those “evil rich” people, the philosophy of free enterprise has been colored in every shade but the truth. But it’s really not that complicated. The basic premise is that both parties in any monetary transaction are “free” to engage in the transaction (nobody is being coerced) and the transaction happens when each deems that the transaction would give them the value they are seeking. How does that happen? Bob Burg explains it as only he can, on this episode of In The Arena.
Why a Go-Giver fits the free enterprise economic system.
In Bob Burg’s most recent book, “The Go Giver,” he tells a modern parable highlighting 5 important principles that need to exist in any transaction in order for everyone involved to walk away with the value they were seeking in the first place. The main shift that most people need to make in order to be the kind of person who can make that happen is a mental shift. You have to adjust your focus from taking, to giving – and though it seems counterintuitive it will make perfect sense after you hear Bob explain it, so be sure you listen.
Do salespeople have a right to make a profit?
When asked if those in professional sales have a right to profit from the work they do in bringing solutions to the problems their prospects have. Bob Burg says that it’s not so much an issue of “right” as it is an issue of what they deserve. Are they creating the level of value (or greater) that the prospect is looking for? If so, the prospect will gladly part with their money to receive the solution to their problem. If not, the salesperson has not made the case for why their solution is the one that is of greatest value to the prospect. It may sound confusing but it’s actually very simple, and Bob explains it clearly in this conversation.
Do you have what it takes to be a Go-giver?
One of the most beautiful things about the free enterprise system is that it rewards good behavior. Those who focus on adding maximum value to their prospects, customers, or clients are the ones who benefit the most. It’s a win-win scenario for both salesperson and customer. Bob Burg’s insight into this Go-giver philosophy is not to be missed, so set aside some time on your commute or during your workout to hear this conversation with Anthony. One little shift in your focus could exponentially grow your level of sales success.
Outline of this great episode
- Anthony’s introduction of Bob Burg.
- What it means to be a Go-giver and why it matters in sales.
- Why the idea of being a Go-giver is being received more these days.
- Why low prices is not a good idea.
- Do salespeople have a right to make a profit from adding great value?
- The reasons people discount their inner value.
- Influence is an attraction, not a coercion.
- The key thing to do with Bob’s book, The Go-Giver.
Resources & Links mentioned in this episode
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0071462074
0316017930
0671700758
0743269519
1442345721
1442345721
The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud
Connect with Anthony
Website: www.TheSalesBlog.com
Youtube: www.Youtube.com/Iannarino
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